Complex sales v0.12
28
managing a complex sales process
-
Upload
ashutosh-bijoor -
Category
Documents
-
view
2.168 -
download
0
description
An overview of how to manage a complex sales process
Transcript of Complex sales v0.12
managinga complex sales
process
sales funnel
leads
salesfunnel
orders
complex sales process
complex customer needs
requirements
mapsolutions
budgetcosts
configuresolution
proposal
order
1
a typicalcomplex sales
process
2
3
4
5
6
workflow model
complex sales process
milestones
workflow model
- progress indicators- work hand-over points- business rules
roles- organization structure- responsibilities- capabilities
templates- fill-in forms- document formats- validation rules
industry / application
experts
business / finance
solution experts
technologyexperts
workflow model
milestones
roles
requirements
mapsolutions
budgetcosts
configuresolution
proposal
1
2
3
4
5
templatesrequirementform
budgetformat
solutionformat
configurator
proposalformat
workflow model
sharedworkspace
i information
progress reports
documents
activity log
people- business entities- contact details- responsibilities
- requirements- solutions- budgets- time lines
- appointments - tasks- notes
- milestones completed- key hand-over info- who & when
- proposals- diagrams- data files
shared workspace
prioritized reports
sharedworkspace
alerts - when we are stuck
funnel - where are we stuck?
metrics - why we are stuck?
- alerts for appointments and tasks- alerts for stuck leads- alerts for unattended customers
- idle leads – no sales activity- inactive leads – no progress- inactive customers – no open projects
- velocity – how long are we taking ?- volume – how many leads are we handling?- conversion – success and failure
prioritized reports
http://on2.biz
workflowmodels
sharedworkspace prioritized
reports
i
people
information
activity
progress
documents
alerts
funnel
metrics
milestones
roles
templates
shared workspace
pipelineprogress
pendingactivity
activityfeed
people- business entities- contact details
i information- requirements- solutions- budgets- time lines
activity log- appointments - tasks- notes
progress - milestones completed- key hand-over info- who & when
documents- proposals- diagrams- data files
sms alert:
alerts- alerts for appointments and tasks- alerts for stuck leads- alerts for unattended customers
emailalert
funnel - idle leads – no sales activity- inactive leads – no progress- inactive customers – no open projects
metrics - velocity – how long are we taking ?- volume – how many leads are we handling?- conversion – success and failure
quick start !- sign-up for a free account- fill in workflow model sheet- start tracking your workflow
consulting- interviews with all stake-holders- advanced customization guide- custom workflow model
implementation- custom workflow implementation- training sessions- on-going support
http://on2.biz
lira priyadarsanihttp://www.linkedin.com/profile/view?id=15361895
ashutosh bijoorhttp://www.linkedin.com/in/bijoor
t. a. balasubramanianhttp://www.linkedin.com/in/tabbyindia
contact us !
